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Erick Simpson’s MSP Newsletter | June 2023 | The Ultimate Guide to MSP QBRs…

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The Ultimate Guide to MSP QBRs

The Ultimate Guide to MSP QBRs

Optimizing Performance and Client Relationships with MSP QBRs
Quarterly Business Reviews (QBRs) are more than just a gathering of stats and figures – they’re an essential aspect of managing successful relationships between Managed Service Providers (MSPs) and their clients. A well-executed QBR not only helps in analyzing performance but also uncovers new revenue opportunities and strengthens your client relationships.

Understanding the QBR Process
Picture this: A structured meeting where you and your client review the performance of your managed services and explore new service and solution opportunities. It involves a collaborative discussion on your client’s goals, key metrics, challenges, and the development of strategies for improvement. Understanding the stages and components of a QBR is crucial for successful execution.

Before conducting a QBR, it is essential to set clear objectives and goals. This ensures that both you and your MSP client are aligned on what needs to be reviewed and accomplished during the meeting. Gathering relevant data and metrics is another crucial step, as it provides a solid foundation for discussions and insights into performance.

Preparing for a Successful QBR
Preparation is everything. Take the time to get to know your clients on a personal level. Understand their unique needs, challenges, and goals. This way, you can tailor your QBR specifically to them. You’ll also want to take a deep dive into their performance and challenges. This uncovers areas for improvement and gives you a solid foundation to strategize around.

Open the lines of communication. It’s all about building a strong bond with your clients. Make sure you have clear channels of communication established before the QBR meeting. Honest and transparent communication strengthens your partnership and sets the stage for success.

Executing a Productive QBR Meeting
To have a truly productive QBR meeting, you need a solid game plan. Structure your agenda and allocate time for each topic. This way, you’ll stay on track and cover everything that needs to be discussed. When you present your key findings and performance metrics, make sure to highlight both successes and areas that need attention. And remember, engagement is the name of the game – encourage your clients to share their thoughts, concerns, and questions with you.

Providing Actionable Recommendations and Next Steps
Don’t just stop at reviewing performance – it’s time to take action. A successful QBR goes beyond just reviewing performance; it also involves providing actionable recommendations and next steps. Collaborating with clients to identify areas for improvement fosters a sense of partnership and empowers them to take ownership of their success. Developing customized strategies and solutions, along with establishing Key Performance Indicators (KPIs), ensures a clear path forward.

Building Long-Term Client Relationships With QBRs
QBRs aren’t just about numbers and strategies; they’re about building long-lasting relationships. During your meetings, focus on your clients’ goals and challenges. Show them you’re in it for the long term. Continuously improve your QBR process based on their feedback – it’s an ongoing journey. And always keep an eye on the impact of your QBRs on client retention and revenue growth. By analyzing the data, you’ll unlock patterns and refine your strategies for even more success.

Unlock Your True MSP Potential
You now have the key to unlocking your true potential as an MSP. QBRs are your secret weapon for optimizing performance, uncovering new revenue opportunities and fostering strong client relationships. By understanding the QBR process, preparing diligently, executing productive meetings, providing actionable recommendations, and continuously improving the process, you can unlock substantial benefits for your MSP practice and its clients.

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Erick Simpson
Founder & Chief Strategist
ErickSimpson.com
[email protected]
(800) 414-1441
2271 W. Malvern Ave., #169
Fullerton, CA 92833
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About Erick Simpson: MSP Expert | Influencer | Thought Leader
A pioneer and leader in the managed services industry, Erick Simpson built and sold one of the first MSPs in the industry and grew and coached thousands of IT Solution Providers through their MSP transformation with his MSP Mastered® Methodology for managed services business performance improvement. He has been voted the #1 source MSPs look to for advice on running their business in North America.
Erick is an MSP business & channel growth expert, influencer, thought leader, speaker, and author with 4 best-selling books and 50 white papers to his credit. His strategies and programs help MSPs overcome business challenges to realize consistent, profitable, managed services recurring revenue growth. His M&A expertise has helped dozens of MSPs sell their businesses at the highest valuation or expand through acquisition. He delivers strategic market analysis services and builds and improves channel programs for IT vendors and distributors, and helps recruit and enable their channel partners through his thought leadership podcasts, webinars, workshops, and event keynotes and breakouts.
Erick’s industry recognition includes Channel Futures’ 7 Thought Leaders Defining the MSP Market, Jay McBain’s 100 Most Visible Channel Leaders, 2 Time ChannelPro 20/20 Visionaries, 2 Time MSP Mentor 250 and SMB Nation’s SMB 150 award recipient.

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